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Power and

Influence

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“You do not lead by hitting people over the head -- that’s assault, not leadership.”

Dwight D. Eisenhower

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Overview

Power vs. InfluencePower vs. Influence Sources of PowerSources of Power Transforming Power into Transforming Power into

InfluenceInfluence Case Study (OTS only)Case Study (OTS only)

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Power Defined

The capacity to produce effectsThe capacity to produce effects

on otherson others

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Influence Defined

The degree of actual change as a The degree of actual change as a result of powerresult of power

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Expert Power

Is the power of knowledge Followers can have more expert

power than leaders in certain situations

Example: Leader new to unit

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Referent Power

Refers to the influence one has due to the strength of the relationship between the leader and the followers

Often takes time to develop

Example: Followers admire and respect the leader

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Legitimate Power

One’s formal or official authority

Example: Authority you have due to your rank

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Reward Power

The potential to influence others due to one’s control over desired resources

Examples: OPRs, EPRs, PRFs, awards and decorations, Officer/Enlisted/Civilian of the Quarter Award

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Coercive Power

The potential to influence others through the administration of negative sanctions

Examples: LORs, LOCs, Article 15s, Courts-martial

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Influence Strategies The Three R’s• Retribution• Reciprocity• Reason

Can be manipulative, inappropriate or dishonest

Knowing about these makes you aware of their use by others

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Retribution: Pros & Cons• Produces

immediate effect• Follows manager

specifications

• Creates resistance, resentment, alienation

• Stifles initiative and innovation

• Use sparingly; reserve for crisis

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Reciprocity: Pros & Cons

Get results without resentment

Both parties benefit Don’t have to justify

actions

Requires trust History may catch up Subordinates expect

negotiation for every request

Undercuts group commitment

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Reason: Pros & Cons

Higher form of compliance

Relies on commitment to group principles

Seen as highly effective

Low levels of stress High level of job

satisfaction

Demonstrate that you will not use coercion and intimidation

Takes time to build trust and understanding

More people and more time

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Upward Influence Influence on a superior Influence to shield subordinates from

distraction from getting job done Strengthens your power base Must sell the issue of concern to superiors• Must be important to you and the boss• Important enough to require attention

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Trickle-Up Influence Necessary because of decentralization of today’s

workplace. Superiors need to be informed. Speak up - talk about good ideas to superiors Team up - gather allies for credibility Lead up - display open-mindedness, support,

trust Be straightforward

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Power for Effective Leadership Establish power through personal attributes Transform power into influence using

• Retribution• Reciprocity• Reason

Use power to engender trust Emphasize reciprocity and reason Use retribution in crises Influence flows downward and upward Motivation for upward influence should be for

good of group, not personal ambition

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Case Study

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Summary

Power vs. Influence Sources of Power Transforming Power into

Influence Case Study (OTS only)

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A Good ThoughtA Good Thought

“ Whoever knows how to restrain and effectively release power finds . . . that power flows back to him.” A. Bartlett

Giamatti

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A Better ThoughtA Better Thought

“ Leaders who share their power and their time can accomplish extraordinary things. The best leaders understand that leadership is the liberation of talent; hence they gain power not only by constantly giving it away, but also by not grabbing it back.”

MG Perry Smith, “Learning to Lead”

Marine Corps Gazette, Jan 1997